Category - "most-recent-blogs"
Solutions Marketer: An 8-Step Model to Solutions Market Research
- 14-10-2014
- Most Recent Blogs
- solutions marketing, Market Research, 8-Step Model to Solutions Market Research, steps to market research, Fundamental Steps of Market Research, A Classic Approach to Market Research, defining customer problem, determine the information needed, select customer segment, information availability, data collection methods, sample population, conduct the research, analysis & make decision, Stage Gate process, process for doing market research for solutions, New Solutions Development Process Map (insert link, Differences Between the Market Research Process for Product and Solutions, differences between products and solutions, performance efficiency, potential products, customers’ business imperatives, scaling models demand estimates, develop a new solution, delta
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“Research is to see what everybody else has seen, and to think what nobody else has thought”.
Albert Szent-Gryorgyi, Nobel Peace Prize winner in medicine
Every significant new business initiative starts with a market assessment. This is usually the first stage in the classic Stage[...]
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What the Practitioners Say -- The Uneasy Transition from Products and Services to Solutions
- 22-09-2014
- Strategic Alignment, Most Recent Blogs
- B2B solutions marketers, Schneider Electric, Orange Business Services, CapGemini, GE, Click Software, ROI benefits, Applying Solutions Metrics, portfolio of products, services, customer satisfaction, share of wallet, ability to cross-sell, time to market, soccer midfielder
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Due to the complexity of new issues and challenges that businesses face today, and the need to deliver offerings with greater value to customers, the bottom line is that many companies still have a difficult time developing and marketing the new solutions offerings that their customers need. As[...]
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Stop Creating Your Solutions with a New Product Development Methodology
- 08-07-2014
- Most Recent Blogs, Other Solutions Issues
- Solutions Insights, solutions development process, 3 separate professional and support services into a broad solution, develop, market, and sell high-value solutions, results of the survey, customers’ business environments, new solutions development, new product development, NSD, NPD, www.solutionsinsights.com, shurley@solutionsinsights.com, 781-686-1607
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Picture this scenario – you’re a Product Development Manager or Director at a large B2B company, and you’ve just been asked to develop a new “solution”. Instead of being asked to design an upgrade or add new features or functionality to a single product, you’re now responsible for[...]
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Findings from the Benchmarking Survey on New Solutions Development
- 11-06-2014
- Other Solutions Issues, Most Recent Blogs
- new solutions development, NSD, New Solutions Development (NSD) benchmarking survey, different from product development, The Survey Respondents, Alignment Around the Definition of a Solution, standard approach or methodology, two biggest challenges for solutions developers, Get Additional Insights into the New Solutions Development Process
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The results of our first-ever New Solutions Development (NSD) benchmarking survey are in, and they confirm much of what we’ve suspected about the process – it’s important, it’s different from product development, and it’s hard.
As we learned in our previous research, product marketers[...]
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Moving to Solutions Isn’t an Optional Business Decision – It’s Critical!
- 15-05-2014
- Other Solutions Issues, Most Recent Blogs
- Optional Business Decision, New Solutions Development process survey, Growing Importance of Solutions, Comparison to Another Study Conducted 3 Years Ago
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We’ve just completed our New Solutions Development process survey, and we’re excited about the results. Some of the findings are real eyebrow-raisers, while others confirm what we’ve already known and communicates with our solutions marketing community.
Here is the result from one of[...]
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The Role of Thought Leadership in Marketing Solutions at IBM
- 14-05-2014
- Most Recent Blogs, Other Solutions Issues
- ibm, Solutions, Leadership in Marketing Solutions at IBM, IBM’s Global Business Services (GBS), GBS, Global Business Services, Thought Leadership and business solutions?, WD-40., marketing cycle for solutions
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I’m guessing that it won’t surprise many of you that IBM is considered as a leader in the area of Thought Leadership. Marketing campaigns like Smarter Planet and Watson have been platforms for great new ideas and innovative thinking within IBM that have addressed critical world issues. The[...]
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Solutions Selling: Four Key Steps to Develop the Accidental Account Manager
- 05-05-2014
- Most Recent Blogs, Sales Acceleration
- Four Key Steps to Develop the Accidental Account Manager, Steps to Develop the Accidental Account Manager, Developing the Accidental Account Manager, Building relationships with top executives within the account, Negotiating key deals, new business opportunities inside the account, Managing change and adversity within the account, M&A activity, change in leadership, technological disruption, Four Critical Tools for Accidental Account Manager Skills Improvement, Tools for Accidental Account Manager Skills Improvement, Accidental Account Manager Skills Improvement, Solid Solutions Selling Foundation, Focus on the Three P’s of the C-Suite, People Power Politics, Shadowing and Mentoring, Create a Career Path
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One of the keys of successful solutions selling in Develop the Accidental Account Manager is having experienced, well rounded talent in key sales roles. When it comes to managing your top accounts—the crown jewels of your customer base—the capabilities of the account managers will often be the[...]
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Non-Traditional Solutions Development: How a Playbook Can Help Your Solution Become Market-Ready
- 23-04-2014
- Most Recent Blogs, Other Solutions Issues
- Non-Traditional Solutions Development, How a Playbook Can Help Your Solution Become Market-Ready, survey on solutions development, development of a sales playbook, forcing function, cross-functional review team, Specific Workshop Objectives, Customer Problem and Solution Definition, Identification of Barriers to Success, Internal Commitment to Resolve Issues before Launch, creating a market-ready solution
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We’re in the last days of collecting data for our survey on solutions development and we can’t wait to sharethe ways in which technology companies across the globe are developing customer-focused solutions.
A recent client engagement has already started me thinking, however, about[...]
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